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Our Client
Our client is a global leader in mission-critical business process solutions, allowing both small and large companies to modernise their business processes.
The Role
The Territory Manager will guide prospective and existing customers through their evaluation of our clients growing solution set.
The sales executive will design and execute new business, cross-sell and up-sell strategies to drive revenue within the territory mid-commercial segment (customer size 1,000-4,000 employees). The Territory Manager will partner closely with Marketing and Customer Success to drive the growth and ensure the success of our clients customer base.
Responsibilities
- Use insights and a consultative selling approach to teach prospective and existing customers about their industry and their customers; challenge them to modernise and grow their business; assist them in implementing digital technology and refine office processes
- Effectively design and execute a territory plan, account plans and opportunity plans to maximize revenue within assigned selling patch
- Successfully manage sales opportunities through all stages of the sales cycle, from prospecting to close to account growth
- Demonstrate subject matter expertise on all company solutions and services. Understand and communicate the business value and ROI of our solutions.
- Engage prospects and customers in dialogues related to business process and infrastructure growth, including their planned and potential needs
- Successfully leverage resources within the greater the team; Engage leadership to determine the strategy and methods to ensure success across the entire assigned market segment; Leverage our partner ecosystem to surround and grow deals
- Exceed monthly sales KPIs and quotas
- Execute detailed product presentations and web demonstrations of our software capabilities to C-level executives and decision makers
- Travel to territory for on-site meetings, QBRs, and industry events when needed
- Leverage Salesforce.com and other tools to track the success of each program
Experience, Skills and Competencies
- Prior successful B2B technology sales experience, preferably in the high tech or SaaS industry (3+ years’ or equivalent)
- Excellent sales and presentation skills both in person and via phone, email, and web-conference
- Ability to articulate complex technology concepts to a technical and non-technical audience
- Superb listening skills. You must understand objections and overcome them by turning sceptics into enthusiastic new customers and brand ambassadors
- Ability to successfully leverage resources and take initiative. The most successful company reps are the ones who stop at nothing to achieve success no matter the circumstance
- Consistent track record of overachievement of quota and revenue goals in a fast-paced, innovative environment
- Collaborative approach; ability to prioritize the team over oneself
- Experience with CRM systems, preferably Salesforce.com
Benefits
Working within this global organisation you will receive an excellent salary and OTE, benefits and career advancement opportunities.
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